Sales Strategy

You will learn:

1. The Goal of Coaching
2. How to Effectively Coach Your Team
3. Top Coach Tips and Hacks

In this session, we will explore how to craft an elevator pitch which effectively communicates your ideas, so you can maximize the interest that others have in you and your business.

Having a strong elevator pitch is crucial, as it could be the difference between success or failure in sales conversations, at networking events, or investor meetings.

You will learn:

1.The 4 ingredients that you need to build a strong elevator pitch
2. How to ultimately structure your pitch to be cohesive and tailored for the audience
3. How to avoid the biggest mistakes that often destroy an elevator pitches effectiveness
4. In-depth breakdown of strong and weak elevator pitches
5. How to progress PAST the elevator pitch to build strong relationships

In today’s world, we’re hyper-connected, just one or two clicks away from virtually any decision maker or influencer. And so is your competition. How do you rise above the noise? How do you turn connectivity into valuable relationships -- and then into sales results?

Social capital. While social capital will likely never have a line item on a P&L, modern sellers know that the quality of their relationships directly impacts their sales pipeline and overall sales results. In fact, 85% of Amy Franko’s book of business is directly attributed to her network and the quality of her social capital. In this talk, she’ll share her top frameworks and strategies with you, directly from her Amazon best-seller, The Modern Seller.

You will learn:

The key elements of social capital and the types of relationships you need to build
Two social frameworks that will help you accelerate sales
Gaining access to centers of influence, knowing what value to provide, and earning more traction with them
Specific online and offline strategies that will grow your strategic relationships
As a bonus, you’ll receive the Key Relationships Inventory, to help you evaluate the strength of the key relationship types in your specific customers.

This webinar will address the top 10 reasons why sales are not increasing as planned and the actions that must be undertaken to create the foundation for dramatic sales growth.

Many bots fail to deliver enterprise ready conversational solutions and fall short of understanding inquiries.

That's where our Conversational AI Platform Teneo is different.

Teneo is one of the most human-like experiences available in commercial conversational AI today, providing the complex capabilities required to create the simple, intuitive experience that your customer demands, while increasing customer engagement. With Teneo, a chatbot can be trained to go beyond the typical 85% understanding mark of competitor products to deliver near perfect results every time.

Join Peter Joles, Presales Consultant at Artificial Solutions as he demos a Teneo built financial bot called "MyBank". See in real-time how Peter adds flows to enhance the chatbots' capabilities.

-

Introducing Teneo Developers, a new comprehensive resource to allow enterprise developers and partners fast access to experience the power of Teneo. Visit www.teneo.ai to get started for free.

Program #4 in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

This program begins a 3-part unit on how structural organization will either enhance or stifle your large account sales success. Making good decisions early will improve your ability to scale as you grow. Large accounts, key accounts, global accounts by their nature require a different type of sales organization than the one that runs your everyday small and midsize accounts. For larger companies, I’ll present ideas on restructuring if that’s what you need.


You will learn:

1.How to structure your sales organization to meet your large account sales goals, even when you are small.
2.What organizational structures are most likely to scale.
3.Inside, outside, or both sides? How you can decide.
4.Complications in large account organizing and how to avoid them.
5.How to include channels in your sales organization.

How was your last value proposition developed? A brainstorming session? Individual effort? Copying other value props? Does Sales create their own value prop, even though Marketing already has one? In over 30 years of marketing and sales experience, I have discovered there are as many ways of getting to one as there are people trying to create them. Given that most marketers or sellers rarely get training on value proposition development, it can be difficult to establish a consistent and repeatable approach. This session presents a Value Proposition Platform™ approach that is based on the preferences of decision-makers who evaluate them in their buyer journey.

You will learn:

1.The inputs necessary to design buyer-focus messaging from the start
2.How to use internal and external stakeholders to gather buyer language
3.How to build a Value Proposition hierarchy to cover different segments & audiences
4.Pulling a Value Prop into Sales Messaging and Conversations

An elevator pitch is often confused with a value proposition. The assumption is that if you have the pitch down, you will be able to drive the right buyer conversation. But if you start with just a short pitch – how do you get to extended messaging for marketing content that drives initial engagement? . In Session 2 of the Value Proposition Masterclass w will tackle the age-old assumption that a value prop has to be “short.” The reality is that expanding from one short sentence into coherent, and consistent marketing messaging across all types of content assets, types and formats is a huge challenge. A pitch should be a distillation of a strong message strategy that is well developed and thought out. The best elevator pitches and tag lines come from a strong foundation – ensuring that message is clear, consistent and buyer

You will learn:

1.The components of a complete Value Proposition Platform™
2.Using a modular approach to value proposition messaging
3.How to pull through your message into sales conversations

The pressure of deadlines, lead generation goals, and content creation can make refining a value proposition hard to fit in. Sometimes you just need to do a quick makeover to help narrow in on key targets or tweak to increase engagement. We will kick off Session 1 of the Value Proposition Masterclass by focusing on some tips and tricks to help you reboot your existing value prop to be more buyer-focused. We will look at some real value props sent in by BrightTalk Sales Expert Channel members and do some “live” makeovers to show you how to move closer to the buyer with language and focus adjustments.

You will learn:

1.How to quickly diagnose the health of your value prop
2.Quickly identify the inputs necessary to design buyer-focus messaging from the start
3.How to use internal and external stakeholders to gather buyer language
4.How to avoid “me too” value points

Do any of these statements sound familiar?

- We need our reps to do better discovery! Let’s do a refresher training on that.”
- Our reps need to shift from a product-focused transactional selling to value-based consultative selling.”
- Why do we need to train our reps on qualification again? We just did a session at SKO?”

Getting adoption for a new process or sales methodology is not easy. That’s because changing behavior, especially organizational behavior, is hard work.

In this webinar on The Sales Experts channel, sales transformation expert Mike Kunkle will:

- Expose some true stories and painful challenges with sales methodology adoption.
- Share a logical process that has been proven to improve adoption, foster the behavior change you want to see, and improve sales force performance.
- As a bonus, Mike will share one of the latest trends in sales methodology that can prepare your sales force to succeed with modern buyers in this buyers’ market.

Join Mike for this webinar (where your questions are welcomed and expected) and learn how to implement a sales methodology so it sticks and delivers the sales results you want.

During this webinar, we’ll talk about the top five key aspects that must be in place for a team to be intentionally successful. These aspects create the framework for:
Effective Prospecting
Graceful Conversations
Increased Productivity

This framework leads to more confident sales people closing more deals.

Getting a customer’s attention and their buy-in to your solution is critical to your success. Yet most salespeople are doing things in the conversation that is taking from that objective. As leaders, salespeople need to create an environment that is safe for their customers and one that motivates them to participate in the RIGHT conversation. Doing this correctly will help you increase your closing ratio and identify new opportunities.

In this interactive webinar, Ron Karr will provide simple strategies and tactics on how you can get your customer’s attention and buy-in. He will model it for you and explain why it works based on the latest neuroscience findings. You will be amazed at how simple it really is.

Key Takeaways:

* Leverage the psychology of influence
* Remove barriers and build questioning skills that help you start a conversation and engage in ways that help you learn more from others
* Position your products and services more powerfully
* Discover the counterintuitive engagement strategy of leading with Outcomes vs. Products/Services
* Why Velocity Mindset™ is critical to the survival of your business
* How to achieve bigger results

Ron Karr, Sales Strategist, Global Keynote Speaker and Creator of the Velocity Mindset™

In sales, as in medicine, prescription before diagnosis is malpractice. Whether the objective is to grow an account -or to grow and develop a salesperson - the discovery stage is critical to your success.

Enabling a sales team for high performance requires an understanding of the wants, needs, skill gaps and behavioral tendencies for each individual salesperson. Many managers limit their effectiveness by falling back on the activities found in the CRM, but the things that lead to higher performance – attitude, motivation, sales aptitude and (the typically overlooked) soft skills – can also be measured. These analytics often reveal WHY sales representatives aren’t selling more and reaching the next level of sales performance.

Mastering these metrics, and how to use them, makes it easier for managers to adapt sales coaching, development and reinforcement of sales training for maximum and sustainable impact.


You will learn:

1.The 10 things sales managers must know about every sales rep that you won’t find in Salesforce.
2.How sales team discovery improves the effectiveness of sales training, coaching, motivation and employee engagement.
3.Which people skills (soft skills) are most important for peak sales performance.
4.How the discovery process stacks the deck in your favor when hiring and retaining your best performers.

As Leadership, you want faster sales acceleration.  You spend a lot on Sales Management and Sales talent, and Sales Enablement, so why aren’t your sales growing at the pace you need?  Your experience may not be in Sales, so what role should you and your Leadership team play in Sales Enablement?

Michael Dalis — a recognized leader on the subject of B2B selling, a former sales leader and author of Sell Like a Team - How to Win Big at High Stakes Meetings — invites you to join him in this webinar to enable you to:

-identify the likely root causes of your organization’s slow sales acceleration,
-avoid the common failure points in sales development initiatives, and
-pick your spots where strong Leadership and Coaching impact faster sales growth.

Following this webinar, you will be clear on how you can drive faster Sales Acceleration from the C-Suite by making the right adjustments to your Sales Development investment.

You will learn:

1. Why the responsibility for growth cannot be fully delegated
2. What roles senior executive plays in growth
3. How to play those roles effectively

Do you want to beat out your competition for your largest opportunities? Do you know how set competitive landmines? Are your competitive block strategies working? Learn how to get ahead of your competitors through strategic landmines.

You will learn:

1.What are the competitive trends that you need to know about?
2.What kind of competitive intel is essential to build your strategy?
3.The ‘must have’ competitive analysis tools, including a Competitive Strategy Checklist.
4.How to set competitive blocks to beat your competition more frequently.

It's the conversation no one wants to have. But it must be done. How can you deliver a difficult message without demotivating a seller? How can you speak directly and clearly so a seller will make the changes you need?

We'll talk about the value of candid conversations and how Sales Managers should conduct them to maintain morale and boost sales effectiveness.

We partnered with PersistIQ to talk about 5 ways you can improve your sales prospecting in 2019. Joining us on this webinar is Pouyan Salehi, the CEO and Co-founder of PersistIQ to share the most effective ways to prospect better.

Register today to learn how to:

-Reach more prospects
-Personalize your sales communications at scale
-Prospect, engage, and close leads all from one system

Find out how your sales teams can prospect better and close more deals!

Zero-based budgeting is an approach to achieving sustainable cost management by developing a bottom-up budget directly aligned with the organization’s strategic objectives. In theory, this forces decision makers to continuously look at the organization’s resource allocations with fresh eyes, free from the limitations of past assumptions.

How well does this theory translate into practice? In this webcast, we’ll discuss:
•How to determine if your organization is a good candidate for ZBB, where to start, and how to promote organizational acceptance and avoid technology challenges
•Why a digital approach to ZBB can make the process faster, easier, and more effective
•How Deloitte’s Anaplan-based “ZBB-in-a-box” solution can be deployed to quickly identify, deliver, and sustain cost savings

Speakers
Danielle has worked in the finance and planning technology industry for over 18 years. Danielle joined Anaplan in 2018 and works with customers in finance as they look to drive differentiation for their organizations leveraging the Anaplan platform.
Omar is the global leader of the Strategic Cost Transformation service offering for Deloitte Consulting LLP, focused on supporting and serving multinationals and local clients across the globe.
Michael is a Managing Director focusing on Strategic Cost Transformation leading more than 20 cost reduction engagements. He has been with Deloitte over 20 years, supporting engagements in manufacturing, consumer products, life sciences, media.
Ed is a Principal in Deloitte’s Enterprise Operations practice. Ed has 20+ years of experience working with companies to design and implement world-class business processes, organizational models, and technology solutions that increase their revenues and profitability
Ron has been designing and implementing EPM and Connected Planning solutions for 18 years. Ron helps clients improve their strategic, financial, and operational performance through better planning, analytics, and decision-making.

Sales performance depends on sales people. Learn how you can be more effective in delivering feedback that changes sales behaviors and boosts sales productivity. You'll learn the 3W Feedback Model, a simple way to ensure that your feedback sticks.

Join sales management expert Steven Rosen and his guest sales management expert Suzanne Paling for an exciting “Fireside Chat.”

In this episode, they will share their insights on what sales leaders who are ill-prepared to lead the sales organization must do to achieve their company’s objectives.

No PowerPoint, no videos, just open and frank discussion.

Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.

Steven and Suzanne will answer these questions and share their insights into how to step up and lead the sales team.

You will learn:

- What is the role of the sales manager?
- How can you ensure you are leading your sales team to achieve the objectives?
- What are the biggest mistakes new sales managers make?

A clear, compelling and differentiated brand is a critical factor in the success of every market leader (company or individual). The right branding and positioning strategy can propel your growth and provide significant competitive advantage and the wrong branding strategy can make it more difficult to achieve revenue goals.

In this event, part 1 of the revenue growth series, discover how to craft your messaging to accelerate revenue and command higher prices. Find out how to use artful branding to take yourself out of bidding wars and become the “obvious choice”. Understand how you can brand yourself both for today’s and future markets. Hear examples of companies that have been branding winners and losers (and the differences).

We’ll cover the scenarios where you need a major brand overhaul and those where a branding tune-up is sufficient. You will understand why your brand promise is not just a clever slogan that your marketing department dreams up, but rather the foundation upon which your business is built. Last, but certainly not least, we will discuss how your branding and positioning can be used as a key asset to achieve profitable revenue and grow the value of your company.

You will learn:
1.Which branding elements contribute to greater revenue.
2.How to successfully out-brand a larger competitor.
3.The six major principles that separate great brands from mediocre brands.
What you can start doing today - to get your branding and positioning on track.

Business planning is a simple idea in concept but in reality, it’s a complex activity woven of data, people, process, and plans. We surveyed 1000+ planning professionals across 45 countries and 18 industries to shed light onto how organizations are accelerating business value through Connected Planning.
In this webinar, we will discuss the key findings and ask our panel of experts for their predictions on how organizations should plan their way to success in 2019 and beyond.

In this webinar, our panel will:
•Share their business planning predictions for 2019
•Discuss the most intriguing data from the survey
•Provide tips on turning Connected Planning into a competitive advantage

About the speakers:
Simon brings over 15 years of experience in EPM and BI to Anaplan. Prior to Anaplan, Simon was head of product marketing for Adaytum until the acquisition by Cognos in 2003.

Ron Dimon has been designing and implementing EPM and Connected Planning solutions for 18 years. The author of “Enterprise Performance Management Done Right” (Wiley, 2013) and the forthcoming “Connected Planning: A Playbook for Agile Decision Making” (Wiley, Dec. 2018), Ron helps clients improve their strategic, financial, and operational performance through better planning, analytics, and decision-making.

Chandana Gopal is Research Manager for IDC Business Analytics software responsible for the advanced and predictive analytics practice. Ms. Gopal’s core research coverage includes the vendor and buyer research in BI and predictive analytics.

Jeff Brobst is responsible for driving optimal financial results through the implementation and management of world-class processes and systems in addition to developing high performance teams. His expertise not only relates to financial planning processes and systems implementations but also accounting & business process management.

Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

The successful large account salespeople today and in the future need to be intelligent, informed, skilled, knowledgeable and wise. Too much sales training focuses on information (mostly product-based) and skill (mostly routine). The leaders’ job is to coach the entire team to translate information into knowledge and move towards real wisdom in their interaction with prospects and customers. This webinar covers how to create a culture of coaching within your sales team, how to develop a deep customer-centric perspective within your company, and how to manage the short-term demands with a long-term perspective.


You will learn:

1.How to coach your team to turn their information into useful knowledge.
2.How to find time and ways to coach your team.
3.Sales enablement ideas for a coaching culture.
4.Characteristics of a culture that fosters fast growth.
5.How to nurture a customer-centric perspective in your sales team.

In today’s digital economy, companies are competing for customers like never before as price and product are no longer the only drivers of business. The value of delivering an engaging customer experience is on the rise, and businesses are increasingly turning to software and digitized processes to accommodate this trend. In fact, 80 percent of businesses are either planning or formally engaged in digital transformation initiatives to improve their overall customer experience.

Join us to understand:

-The importance of Digital Transformation
-Why businesses must respond to the pace of change
-The tools for Digital Transformation success

Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!

In this interview you will learn:
1.How to achieve differentiation from other sales professionals
2.Compare and contrast electronic and traditional methods to break out from competition
3.Analyze and develop better methods to reaching the economic buyer
4.Understand the importance of a process and remaining true